LinkedIn is an excellent source for new prospects. Whether you're new to the professional social media site or you haven't yet used it to connect with potential customers, here are five strategies that can help you market your products or services using LinkedIn.
1. Keep First-Degree Relationships Warm
Having regular contact with your connections, whether it's a shared article or a request for their expertise, gives you an opening to ask for introductions to their connections. These second-degree connections are a fertile landscape for potential prospects, and you already have a foot in the door.
2. Join LinkedIn Groups
It's not enough to just join the industry-relevant groups, though; you should also add value if you want to find prospects. Consider hosting a webinar about your product or service and inviting those in your groups, turning fellow members into personal connections.
3. Optimize Your LinkedIn Profile
The bare minimum won't cut it when prospecting on LinkedIn. Instead, make sure to fill out every section with compelling content, from samples of your work to references from colleagues and friends.
4. Take Advantage of Targeting
LinkedIn makes it easy to find the specific market segment you're looking for with their search function. For example, if you typically work with small firms, you can narrow your potential prospects to anyone in a specific region or industry who works in a company with fewer than 100 employees. You can also use the alumni search function, which will give you an opening among others who attended your alma mater.
5. Browse with Purpose
When you're looking at a profile of a potential prospect, check out the "People Also Viewed" section at the right. This will naturally lead you to others with similar experience, opening another portal for sales leads.
Learn more about social media marketing from NextStep Marketing, LLC.
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